Some of those clients are substantial, complex, can be difficult to negotiate contracts with. So we just really got engaged with them at the beginning, at the end of the calendar year last year, beginning of this year, and rolling up our sleeves and diving in. So we’re quite excited about that. We’ve retained that model. We see it’s quite effective. Many clients, particularly larger companies that have significant investments, maybe in any ARP enterprise like an SAP or something like that, are hesitant to bring new applications in. So this is proving to be a good model to penetrate into the account, get some proof points, build momentum, and then grow it from within. So we like the model, but we are only doing so when there’s a clear opportunity to develop a long-term relationship.
We’re not in the business of running pilots for an extended period of time. So we’re really looking at that as a strategy. So yes, we see that as a whole new market and channel and approach to the market, go-to-market for us, something we’ve never done before, but we’ve learned from that team that came in from Garvis, and we’re seeing some advantages in keeping that model in place.
Zach Cummins: Got it. That’s great to hear and encouraging on that front to potentially secure some longer-term opportunities. Final question for me, Allan, is just really around the pipeline. Can you give us a sense of the size of the pipeline versus maybe where you were a year ago going into this point? And kind of give us a little bit of understanding of the mix of lift and shift opportunities versus completely new engagements within that pipeline?
Allan Dow: Yeah, I would say the growth, well, there’s really three areas that are driving the pipeline. One is the lift and shift that we referenced. It’s representing about a third of the new opportunities that are coming into the pipeline. The other is to extend the relationship with existing clients, so those that are already in the cloud, that we’re adding new functionality, expanding to new regions, new user communities, new product lines, something along that nature. So it’s an extension of what we currently have. As I mentioned in my earlier talk, for example, we had DemandAI+ sold to an existing client that was already in the cloud. So it was an extension to their footprint and then, of course, the new clients that are coming in, those opportunities are typically larger by a factor of two or three times, an add-on or a lift and shift.
So it doesn’t take a lot of those to add to the pipeline, but it’s roughly three equal parts that are helping us build pipeline. If we look at our pipeline over where we were this time last year, we’re up about 40%. So it’s pretty substantial. So we’re seeing a growth in our pipeline month after month after month. We’ve been seeing that for the last three or four months now. So it’s quite encouraging. It wasn’t just one pop and then running off of that. It’s continuing to grow every month as we march forward.
Zach Cummins: Got it. Well, sounds great, and best of luck in your fiscal 4Q.
Allan Dow: Thank you very much. Thank you for joining us today.
Operator: [Operator instructions] There are no additional questions at this time. I’d like to now turn it back to our presenters for any closing remarks.
Allan Dow: All right. Well, thank you all for joining us today. We really appreciate the time you spent with us. Some great questions. Thank you for those as well and we look forward to chatting with you again someday in the near future. Have a good afternoon.
Operator: Thank you, ladies and gentlemen. This concludes today’s presentation. You may now disconnect.
